Sobering Lead Gen Statistics & Effective Remedies by Pat Ryan & Jae-ann Rock
We know 2020 has been a challenging year on many fronts. But, by focusing on what you CAN control, you can stay on a positive track and regain control over your lead gen & pipeline development process. After all, remaining positive is ESSENTIAL, especially in SALES! So let’s investigate some lead gen statistics and determine what actions you can take TODAY to regain control over your sales pipeline development process. First, according to Hubspot, more than 40% of salespeople recently interviewed say PROSPECTING is the most challenging part of the sales process, followed by closing...
Read More[5 Steps] Account-Based Marketing when Targeting Training & HR
If you’re not yet using Account-Based Marketing in your B2B outreach, it is certainly worth investigating… As a matter of fact, ABM can have a huge positive impact on your company’s bottom line as evidenced by the following. Of companies using an ABM strategy: 87% report that ABM outperforms every other marketing investment (Source: ITSMA) 91% increased their average deal size, and 25% of respondents saw increases of > 50% revenue per deal. (Source: SiriusDecisions) The average annual contract value increased by > 170% (Source: ABM Leadership Alliance) Account-Based...
Read More30+% Turnover in Training & HR…How Stale is YOUR List? by Jae-ann Rock
High Turnover in Corporate Training & HR means your in-house list data is constantly changing. The fact is, list data grows stale quickly, resulting in wasted time and energy marketing/selling to those contacts. So what factors should you consider to mitigate “stale data”? What is the average “change rate” in corporate training & HR? How quickly does data become stale in the L&D industry? Let’s review a few facts here to help you gauge the depth of the data quality issue… FACT #1: Data quality decays quickly in the Training & HR industries, especially now… Over...
Read MoreAsk THESE 5 Questions before Purchasing Another List by Jae-ann Rock
When marketing and selling to Corporate Training and HR, you are always looking for better ways to find quality leads. You might attend trade shows, network via LinkedIn, and/or purchase marketing lists from time-to-time. But – if you are purchasing an INEXPENSIVE list of contacts – you may be inadvertently using THE most expensive way to source quality leads. Although buying an inexpensive list may appear to be a good option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that “inexpensive” list you purchased probably...
Read MoreHow to Build a Comprehensive Prospect Profile (Part 2 of 2) by Pat Ryan
What is the best way to build a comprehensive profile of your prospect? In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects to assist in the sales process. This week, in part two of this topic, we’ll dig deeper by sharing Question Guidelines designed to help you build a more comprehensive prospect profile to improve sales results. Ask your prospects the following questions to help them open up, allowing you to more quickly understand their situation and identify areas of potential need: Question Guidelines When...
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